Sales Director, Western United States

Cooper & Hunter | Comfortside West LLC

Location: Western United States

Territory: California, Nevada, Arizona, Oregon, Washington, Montana, Idaho, Utah

Reports To: Chief Executive Officer

Travel: Extensive regional travel required

Join Cooper & Hunter

This is an opportunity to take ownership of a significant region, lead an established sales organization, and play a direct role in expanding Cooper & Hunter’s presence across the Western United States.

We are looking for an experienced leader who is ready to take on meaningful responsibility and contribute to the continued growth of Cooper & Hunter in the residential HVAC market.

About the Role

The Sales Director, Western United States, is responsible for developing and executing the regional sales strategy, driving profitable revenue growth, expanding residential HVAC wholesale distribution, and strengthening Cooper & Hunter’s market position across eight Western states.

Reporting directly to the CEO, this leader will oversee a team of direct sales professionals and independent manufacturer representatives, establishing clear performance expectations, developing talent, and ensuring consistent execution across all assigned territories.

The successful candidate must combine strategic leadership with hands-on sales execution. This individual will be expected to identify market opportunities, build relationships with key distribution partners, negotiate major agreements, and hold the sales organization accountable for measurable business results. This is a high-impact leadership position with significant responsibility, autonomy, and direct influence over the company’s continued expansion.

Key Responsibilities Sales Strategy & Growth

• Develop and execute the Western U.S. sales strategy to achieve annual revenue, gross margin, market share, and distribution growth objectives.
• Establish territory-level sales targets, monitor performance, and implement corrective actions to address gaps.
• Identify market opportunities, competitive trends, and underserved territories to drive new business development and regional expansion.
• Lead strategic pricing recommendations and sales initiatives that support profitable, sustainable growth.

Distributor Development & Strategic Partnerships

• Build and maintain executive-level relationships with existing and prospective residential HVAC wholesale distribution partners.
• Expand the distributor network by identifying, evaluating, and securing qualified partners in targeted markets.
• Develop and execute strategic account plans to increase distributor revenue, branch penetration, product adoption, and customer retention.
• Lead major distributor negotiations, pricing agreements, and partnership development within established approval authority.
• Collaborate with distributor leadership and sales teams to support contractor engagement, new product introductions, and market penetration.